Open Text Public Sector Solutions · 23 hours ago
Services Sales Manager
Arlington, VA
Full-time
Hybrid
Mid Level
4+ years expOpenText Public Sector Solutions (OTPSS) specializes in enterprise content management solutions for government agencies. The Services Sales Manager will drive sales of consulting services, focusing on business development and client relationship management within the federal sector.
AccountingBusiness Process Automation (BPA)GovernmentTraining
No H1B
Security Clearance RequiredU.S. Citizen OnlyHiring Manager
Zaheer Tanveer
Responsibilities
Sales Strategy Execution : Support implementation of sales strategies aligned with company goals. Monitor market trends and customer needs to identify opportunities. Collaborate with Product sales team on account planning for solution-based deals
Business Development : Identify new opportunities by researching customer segments, scenarios, and use cases. Build pipeline with OpenText product sales team. Support joint product and services sales. Participate in networking and lead generation activities. Manage full sales cycle to meet targets
Client Relationship Management : Develop and maintain strong customer and partner relationships. Support senior team members in managing key accounts. Build trusting relationships with customer stakeholders
Proposal Development : Contribute to preparation of proposals, contracts, and bid specifications. Support deal pricing and estimations. Work with leadership on negotiating terms and securing agreements
Cross-functional Collaboration : Partner with product teams to understand offerings and position professional services. Coordinate with project management and delivery teams on client expectations
Sales Performance : Take ownership of assigned sales goals and quotas. Maintain accurate sales forecasting and CRM records. Report on pipeline development and deal progression
Customer Engagement : Support value engineering discussions to demonstrate OpenText value. Help evaluate customer needs and develop use cases using OpenText solutions
Active Prospecting : Execute weekly outreach campaigns (cold calls, emails, LinkedIn) to generate a consistent volume of qualified leads. You will be measured on activity metrics (e.g., calls per week) and lead conversion rates
Joint Selling : Actively collaborate with OpenText Product Account Executives. Attend pipeline calls, conduct joint account mapping, and identify service attach opportunities on product deals
Self-Sourcing : Unlike roles that rely on inbound leads, you are expected to self-source new opportunities to maintain a healthy pipeline coverage ratio
Sales Process Discipline : Manage deals through the standard sales stages (Discovery, Scoping, Negotiation) with accurate data entry in the CRM
Relationship Expansion : Move beyond initial contacts to establish relationships with decision-makers. You must demonstrate the ability to convert a “contact” into a documented business opportunity
Qualification
Required
Bachelor's degree or equivalent experience
4-5 years of sales experience in technology consulting services with track record of meeting/exceeding targets
Experience in technology professional services sales or related B2B sales
Understanding of sales principles and customer service practices
Ability to work creatively and analytically in meeting customer needs
Proficient in CRM software and Microsoft Office
Strong communication, presentation, and developing negotiation skills
Ability to work independently and collaboratively in fast-paced environment
Ability to obtain US Government security clearance
Preferred
Consulting services sales experience in a product-based company
Familiarity with enterprise systems including document management, case management, and records management
Awareness of compliance and security standards across enterprise IT landscape
Experience supporting federal government accounts, particularly DoD or Intelligence Community
Benefits
Competitive salary
Commission structure
Benefits package
Continuous training and development opportunities
Company
Open Text Public Sector Solutions
OTPSS provides records management, system integration, and business process automation solutions for the government sector.
11-50 employees
Funding
Current Stage
Early StageCompany data provided by crunchbase